search query: @indexterm production management / total: 708
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| Author: | Gaitanides, M. Westphal, J. Wiegels, I. |
| Title: | Zum Erfolg von Strategie und Struktur des Kundenmanagements. Organisatorische Gestaltung * Grundtypen Strategie * Effizienz - 1.Teil. |
| Journal: | Zeitschrift Führung + Organisation
1991 : JAN/FEB, VOL. 60:1, p. 15-21 |
| Index terms: | PRODUCTION MANAGEMENT CUSTOMERS |
| Language: | ger |
| Abstract: | Product management has long proved to be the most satisfactory form of organization for marketing and sales functions. Market changes, however, have increased the importance of the market component, which has found expression in the form of organization known as customer management. The authors use the results of an empirical investigation to examine the functions, powers and responsibilities of the customer manager. The article focuses on the strategies used by customer managers in a competitive situation. Finally, the authors consider the various established forms of customer management. |
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